Abstract:
Coalition formation is the result of a complex array of individual and group
factors. At the individual level the bargainers have unique sets of motivations
and cognitions, which depend on their prior experiences and the situation. The
individual bargainers interact, and a coalition forms. These results lead to
further changes in the individual’s motivations and cognitions. The present
study relates this conceptualization of the coalition process to previously
developed theories, and attempts to show the process in action. Results indicate
that bargainers do not maximize their outcomes, and motivational and cognitive
explanations are developed. The effects of experience on the players’ perceptions
of the situation and aspirations are illustrated.